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10 Ways To Sell $100 More Work

Needed repair work can add extra bucks to nearly every invoice, yet it's often overlooked and unsold. Here are 10 can't-miss ways to plump up the numbers in your shop's bottom line.

One of the most important traits you need to develop as a seller of automotive repairs is a thick skin. Just as there are people who become suspicious of a doctor who orders tests up the wazoo to find out if there's really something wrong with...well, their wazoo, there are people who get annoyed when you call to advise them that you've found additional repairs that are needed beyond what they brought their vehicles in for.

No one enjoys being surprised by the need for additional repairs. But as an automotive technician, you owe it to your customers to advise them of any situation that arises where additional repairs are warranted. They may decide not to have the repairs done at that time, but at least you know you've done your job. The final decision, naturally, is up to the car owner. You shouldn't feel insulted or rejected, and you shouldn't allow a few "no-thank-yous" to keep you from relentlessly looking for needed repairs and telling your customers about them while you still have the car in the shop.

To sell more needed work, you've got to find it first. Here are ten ways you might add $100 or more to the repair tickets on cars coming through your shop.

1. Pull the Wheels

Even if a car is in your shop for just a simple oil and filter change, take a few moments to pull at least one front and one rear wheel. You can also offer a free tire rotation or brake inspection, when combined with other service work. Don't wait for your customers to ask you for these services. For most drivers, asking to have the brakes checked before they hear a squeal or a grind is like asking a dentist to perform a root canal. If you catch even just one more brake job a day, it will have been worthwhile. Make sure your brake check includes brake hoses, the master cylinder and the parking brake. Take a few seconds to check for cracked drive axle boots, too.

2. Pressure-Test the Cooling System

It takes only a few minutes to set up a cooling system pressure test, pump it up and watch the gauge. While you're at it, look over the hoses. Dried and hard radiator and heater hoses likely foretell a highway breakdown. Look for the telltale signs of a coolant leak under the car and on the radiator, water pump and at the a/c drain. Spotting a few green drops can mean profitable extra work...and a customer saved from a breakdown. If the coolant is really rusty, it also might be worthwhile to check for a blown head gasket. Don't forget to check out the radiator cap, as well.

3. Check the Instrument Panel

When you're getting in the car to move it, take a moment to eyeball the instrument panel. Are all the warning lights working during the key test mode? Are the temperature and oil pressure gauges working? What about the horn and the speedometer? Does the signal switch cancel when the steering wheel is turned? How does the engine sound? If you suspect a problem, plug in your scanner and check for any stored codes. If the Check Engine light is already on, obviously, this is a separate diagnostic service that should be performed immediately.

However, if you scan the computer and find a DTC before the light comes on, you have a good shot at selling the job either right away or when the light finally does come on.

4. Top Off the Windshield Washer Solvent

If you've lubed the car and the windshield jug is empty, the customer might wonder if you really changed the oil. Always top off the windshield washer reservoir and make sure the spritzer actually works. While you watch the spray, check to see if the blades do a good job of cleaning the windshield. If a vehicle has a rear wiper and washer, make sure it's working, as well. Eyeball the battery terminals, too, for obvious corrosion.

5. Check the Brake Fluid

It's not enough to just look through the plastic master cylinder reserve tank housing to check the quality of the fluid. Take off the cap on every master cylinder-even the cast-metal type-to check the odor and condition of the brake fluid, as well as the level. Flushing out moisture-contaminated brake fluid is a worthwhile and profitable service. Take a look at the color of the fluid. Dark and discolored fluid could be an indication of contamination. A swollen gasket is another sure sign of trouble.

6. Test for High Exhaust HC Levels

It doesn't take a genius to know there's a problem when the Check Engine light comes on or when the vehicle fails an emissions inspection. But it does take a sharp technician to take a moment to run an emissions test to see what the gas readings are. Let's say you spot higher-than-normal HC and CO readings. You should ask the car owner how he's doing on fuel economy. Chances are he's wasting fuel. An emissions test should be the first and last thing you do when you do a tuneup. Making sure a car you've just tuned will pass the state emissions inspection is a good way to avoid a customer complaint.

7. Inspect the Fuel Filter

Lots of customers change the air filter religiously but never think of changing the fuel filter. You can get a pretty good idea of the need for a fuel filter by checking the outside. (Obviously, you can't see if it's dirty on the inside.) If the fuel filter is dirty and encrusted, ask the owner when he last changed it and explain the importance of replacing it at the recommended intervals. Often simply asking the owner when the fuel filter was last changed will get you the job.

8. Check the Ignition Wires

Most customers who order a tuneup don't think of the ignition wires. For most, a tuneup consists of spark plugs, air filter and maybe a cap and rotor on older models. Make sure you carefully check the condition of the ignition wires before you estimate the price of a tuneup. If the wires are original, the cap and rotor are probably original, too. The tuneup is your diagnostic opportunity to test for and estimate what's needed to keep the engine running well and the emissions within specs. Diagnose and estimate what's needed before you start and clear the total cost of the job with the customer.

9. Check the Tire Wear Pattern

Once a customer's car is on the lift, there's probably no easier job than checking the wear pattern on the tires. Worn edges, cupping, flat spots, cuts, bulges, breaks and bruises are important wear signs to look for. If you catch a tire that indicates worn steering and the need for a wheel alignment, it's important to so inform the customer. You may even find a condition that could result in a blowout, and the customer would certainly want to know about that. And don't be shy about asking for the tire sale. Have the tire price options ready with your estimate before you call the customer.

10. Inspect the Automatic Transmission Fluid

Check the condition and level of the transmission fluid on every car that comes through your shop. Finding a car with burnt transmission fluid can lead to a transmission fluid and filter replacement at the minimum, or a complete transmission overhaul. All it may take is sniffing the transmission dipstick. Ideally, you should road-test as many of the cars coming into your shop as possible, and make sure that every road test includes a check of the transmission shift points. If you're able to warn of an imminent transmission failure, the customer will be impressed when your prediction comes true, if he doesn't have the tranny overhauled.

Conclusion

If you allow a car to pass through your shop without routinely checking for needed work, you might as well be sending your customers to the shop down the street. If you don't see it, you can't sell it. By warning your customers of needed work, you also protect your reputation.
Should they not do the repair you recommend and later break down on the road, at least they'll know it wasn't your fault. Even if they don't agree to the work right on the spot, chances are they'll be back at some future date to do the needed work you have discovered.